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Conducting a Systematic Pre-Show Sound Check
Choosing Your Show Url
Building the Prospect’s Confidence in Hosting
Eddie Davis with FINSYNC, Kristin Pugh with FPA of Georgia and J.R. McNair with The Velocity Company
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Eddie Davis has a passion for the future of business technology. He enjoys studying and providing feedback on new applications as well as writing for publications on topics including FinTech, AI, Blockchain, E-Commerce, Millennial Business and other emerging technology trends.
In his role as Vice President at FINSYNC, Eddie has the great pleasure of introducing the cloud financial platform to forward thinking partners ranging from financial institutions to accounting, advisory, payment and others parties interested in facilitating better business through automation and analytics advances.
FINSYNC’s intuitive online tools help automate payments and accounting, and provide valuable insight through cash flow analysis. The lending network gives businesses access to fast, affordable financing. FINSYNC’s virtual community of specialists provides unrivaled support with bookkeeping, accounting, human capital management, financial analysis and corporate strategy.
Follow FINSYNC on LinkedIn, Twitter and Facebook.
Kristin M. Pugh, CFP® is one of the youngest female wealth advisors at TrueWealth Management – a nationally recognized wealth management firm in Atlanta, Georgia. She serves her clients with exceptional service centered around mindful goal-oriented planning and strives to help them meet and exceed their goals. Kristin is a leader in the firm and has been instrumental in the creation of a world-class training program, career path progression plan, and a professional development program.
After graduating from Florida State University in 2005, Kristin started a position at Oppenheimer & Co. Inc. as a broker’s assistant and worked her way up to a Senior Financial Associate in 2 short years. In 2012, Kristin came to work for TrueWealth Management, achieved her CFP® designation in 2013, and now serves as a Senior Wealth Advisor.
Outside of TrueWealth, Kristin is passionate about the financial education of those in her community. As Director of Community Outreach and Pro Bono Planning for the Georgia chapter of the Financial Planning Association (FPA)®, Kristin regularly organizes pro bono events and finds great joy in counseling Metro Atlanta and surrounding communities’ citizens on financial matters. In addition to this, Kristin has had the opportunity to work side-by-side with the CFP Board in the exam creation process. They have invited her to not only write exam questions but also review the final exams before they are administered to CFP® candidates.
In her spare time, you can find Kristin bargaining for deals at one of Georgia’s fantastic antique malls or taking a yoga class with her husband, Will, who is a certified yoga instructor.
Connect with Kristin on LinkedIn.
Over a 17 year period J.R. McNair and his team have assisted over 6,400 small businesses and startups. J.R. McNair is the Founder of The Velocity Company, a management company with focuses in consulting, media, events and technology.
Mr. McNair is also the Founder of Small Business Day, the nation’s largest startup launch event as well as the Velocity Accelerator. As an active philanthropist J.R. has led the charge across the southeast through his non profit organization, The Georgia Crowdfund, to help improve local entrepreneurial ecosystems.
BRX Pro Tip: Cover Hot Topics and Trends
BRX Pro Tip: Work the Serve Process
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BRX Pro Tip: Work the Serve Process Transcript
Stone Payton: [00:00:01] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Today, Lee, let’s talk about maintaining the discipline of working the SERVE process.
Lee Kantor: [00:00:12] Right. We developed the serve process very, very early on. And that’s—what is it? An acronym? What are you calling it?
Stone Payton: [00:00:20] Yeah, an acrostic, actually, is the actual word. Yeah.
Lee Kantor: [00:00:20] Acrostic. Acrostic that describes all the elements in the selling process that we use here at Business RadioX. So, S is select. So, everything begins with bringing the right guests in the room. E is engage. That happens in the show. That happens in the note that gets them on the show. That’s part of, kind of, the breadcrumbs that bring them into the studio. Then, why you do R and V? They go together.
Stone Payton: [00:00:50] They do kind of go together. Relate and verify. At least, they go together when you’re sending correspondence or sort of tying the deal down because you need to relate the opportunity, but you also need to verify the ability to buy and the desire to buy it. So, authority, capital, and desire. And then, the final one is execute.
Lee Kantor: [00:01:15] And the execute is, kind of, a show meeting to kind of work through the process of what the show looks like?
Stone Payton: [00:01:23] Yes, exactly. And so, sometimes, it’s execute the pilot. Sometimes, it’s execute some sort of different framing, whatever you set up. But the reason I wanted to to address this in our Pro Tip today is because I think it’s so easy. This platform is so much fun. There’s so many different things you can do with it. There are a thousand ways to help people to make money. It’s easy, at least, for me, to get distracted, not do the basic blocking and tackling. But if you will establish a studio, if you’ll get out there and invite guest in, if you will choose some of those guests to suggest that maybe they, too, should consider underwriting and sponsoring their own show to help people and make money, to build relationships, and generate thought leadership and content.
Stone Payton: [00:02:05] And then, a subset of those people will have a show concept meeting with you. And then, if you will run a show concept meeting in the way that we’ve learned to do that, where it’s mutual discovery, a subset of those people are going to be genuinely interested. And then, if you will put a stake in the ground for a decision by a certain date and time, a subset of those people are going to say yes, and they’re going to write you a check. And it just really is A to B, B to C, C to D, or more accurately, S to E, E to R, R to V, V to E. And I think it’s easy to create it for your own good and get outside that process.
Lee Kantor: [00:02:44] Right. And an important consideration is if it isn’t working the way that we described, I would always look back at S. It’s selecting the right people in the room because without the right people in the room, you’re not going to be able to sell anybody anything.
Stone Payton: [00:02:57] And the only further back to look in that is the entire acrostic, SERVE. Are you genuinely doing all this and framing it up with a serve-first, impact-first mindset?
